Managing Director & Partner
As a core member of Boston Consulting Group’s Health Care practice, Michael Marquis has worked extensively with clients on accelerating product commercialization and development. Mike’s recent work on commercialization includes enabling launch excellence, evolving go-to-market strategies, accelerating brand growth, next generation customer engagement, creating more agile and data-enabled organizations, and embedding change programs to maximize value creation.
His recent work on development includes building and developing R&D operating models, accelerating clinical trial programs, embedding more agile ways of working in product development teams, and designing effective governance. Mike brings a breadth of experience in driving sustainable change in both large and mid-size pharma companies.
Prior to joining BCG, Mike worked for the National Instruments Corporation in the US and UK where he was a field engineer.
The Team B approach involves assembling an independent cross-functional team to conduct rapid reviews of launch plans and market conditions for new pharmaceutical products.
Field teams can take five actions to overcome resistance to change.
Given the growing complexity of customers’ needs and other sales challenges, pharma companies should activate six sales force roles.